메뉴 건너뛰기




Volumn 74, Issue 5, 2010, Pages 61-79

The diffusion of market orientation throughout the organization: A social learning theory perspective

Author keywords

Customer orientation; Internal marketing; Market orientation; Middle management; Multilevel modeling; Organizational identification

Indexed keywords


EID: 77956697236     PISSN: 00222429     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmkg.74.5.61     Document Type: Article
Times cited : (174)

References (67)
  • 1
    • 0033450459 scopus 로고    scopus 로고
    • Marketing in the Network economy
    • October
    • Achrol, Ravi S. and Philip Kotler (1999), "Marketing in the Network Economy, " Journal of Marketing, 63 (October), 146-63.
    • (1999) Journal of Marketing , vol.63 , pp. 146-163
    • Achrol, R.S.1    Kotler, P.2
  • 2
    • 0001626815 scopus 로고    scopus 로고
    • Competitor orientation: Effects of objectives and information on managerial decisions and profitability
    • May
    • Armstrong, J. Scott and Fred Collopy (1996), "Competitor Orientation: Effects of Objectives and Information on Managerial Decisions and Profitability, " Journal of Marketing Research, 33 (May), 188-99.
    • (1996) Journal of Marketing Research , vol.33 , pp. 188-199
    • Armstrong, J.S.1    Collopy, F.2
  • 3
    • 0000357545 scopus 로고
    • Estimating nonresponse bias in mail surveys
    • November
    • - and Terry S. Overton (1977), "Estimating Nonresponse Bias in Mail Surveys, " Journal of Marketing Research, 14 (November), 396-402.
    • (1977) Journal of Marketing Research , vol.14 , pp. 396-402
    • Overton, T.S.1
  • 4
    • 0003010471 scopus 로고
    • Social identity theory and the organization
    • Ashforth, Blake E. and Fred Mael (1989), "Social Identity Theory and the Organization, " Academy of Management Review, 14(1), 20-39.
    • (1989) Academy of Management Review , vol.14 , Issue.1 , pp. 20-39
    • Ashforth, B.E.1    Mael, F.2
  • 5
    • 0003547941 scopus 로고
    • Englewood Cliffs, NJ: Prentice Hall
    • Bandura, Albert (1977), Social Learning Theory. Englewood Cliffs, NJ: Prentice Hall.
    • (1977) Social Learning Theory
    • Bandura, A.1
  • 6
    • 0023020183 scopus 로고
    • The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations
    • Baron, Reuben M. and David A. Kenny (1986), "The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations, " Journal of Personality and Social Psychology, 51(6), 1173-82.
    • (1986) Journal of Personality and Social Psychology , vol.51 , Issue.6 , pp. 1173-1182
    • Baron, R.M.1    Kenny, D.A.2
  • 7
    • 3142757259 scopus 로고
    • Improving retailer capability for effective consumerism response
    • Berry, Leonard L., James S. Hensel, and Marian C. Burke (1976), "Improving Retailer Capability for Effective Consumerism Response, " Journal of Retailing, 52(3), 3-14.
    • (1976) Journal of Retailing , vol.52 , Issue.3 , pp. 3-14
    • Berry, L.L.1    Hensel, J.S.2    Burke, M.C.3
  • 8
    • 0040207066 scopus 로고
    • Services marketing starts from within
    • - and A. Parasuraman (1992), "Services Marketing Starts from Within, " Marketing Management, 1(1), 24-34.
    • (1992) Marketing Management , vol.1 , Issue.1 , pp. 24-34
    • Parasuraman, A.1
  • 9
    • 85035356797 scopus 로고
    • A formal theory of differentiation in organizations
    • Blau, Peter M. (1970), "A Formal Theory of Differentiation in Organizations, " American Sociological Review, 35(2), 201-218.
    • (1970) American Sociological Review , vol.35 , Issue.2 , pp. 201-218
    • Blau, P.M.1
  • 10
    • 84990374582 scopus 로고    scopus 로고
    • Customer orientation: Effects on customer service perceptions and outcome behaviors
    • Brady, Michael K. and J. Joseph Cronin Jr. (2001), "Customer Orientation: Effects on Customer Service Perceptions and Outcome Behaviors, " Journal of Service Research, 3(3), 241-51.
    • (2001) Journal of Service Research , vol.3 , Issue.3 , pp. 241-251
    • Brady, M.K.1    Joseph Jr., J.C.2
  • 11
    • 0036003883 scopus 로고    scopus 로고
    • The customer orientation of service workers: Personality trait effects on self-and supervisor performance ratings
    • February
    • Brown, Tom J., John C. Mowen, D. Todd Donavan, and Jane W. Licata (2002), "The Customer Orientation of Service Workers: Personality Trait Effects on Self-and Supervisor Performance Ratings, " Journal of Marketing Research, 39 (February), 110-19.
    • (2002) Journal of Marketing Research , vol.39 , pp. 110-119
    • Brown, T.J.1    Mowen, J.C.2    Donavan, D.T.3    Licata, J.W.4
  • 12
    • 54449086310 scopus 로고    scopus 로고
    • Do peers make the place? Conceptual synthesis and meta-analysis of lateral social influences in organizations
    • Chiaburu, Dan S. and David A. Harrison (2008), "Do Peers Make the Place? Conceptual Synthesis and Meta-Analysis of Lateral Social Influences in Organizations, " Journal of Applied Psychology, 93(5), 1082-1103.
    • (2008) Journal of Applied Psychology , vol.93 , Issue.5 , pp. 1082-1103
    • Chiaburu, D.S.1    Harrison, D.A.2
  • 13
    • 33845945922 scopus 로고
    • Coefficient alpha and the internal structure of tests
    • Cronbach, Lee J. (1951), "Coefficient Alpha and the Internal Structure of Tests, " Psychometrika, 16(3), 297-334.
    • (1951) Psychometrika , vol.16 , Issue.3 , pp. 297-334
    • Cronbach, L.J.1
  • 14
    • 49549145319 scopus 로고
    • A vertical dyad linkage to leadership within formal organizations: A longitudinal investigation of the role making process
    • Dansereau, Fred, Jr., George Graen, and William J. Haga (1975), "A Vertical Dyad Linkage to Leadership Within Formal Organizations: A Longitudinal Investigation of the Role Making Process, " Organizational Behavior and Human Performance, 13(1), 46-78.
    • (1975) Organizational Behavior and Human Performance , vol.13 , Issue.1 , pp. 46-78
    • Dansereau Jr., F.1    Graen, G.2    Haga, W.J.3
  • 15
    • 0001713951 scopus 로고
    • A social learning approach to organizational behavior
    • Davis, Tim R. V. and Fred Luthans (1980), "A Social Learning Approach to Organizational Behavior, " Academy of Management Review, 5(2), 281-90.
    • (1980) Academy of Management Review , vol.5 , Issue.2 , pp. 281-290
    • Davis, T.R.V.1    Luthans, F.2
  • 16
    • 0040984002 scopus 로고
    • The capabilities of market-driven organizations
    • October
    • Day, George S. (1994), "The Capabilities of Market-Driven Organizations, " Journal of Marketing, 58 (October), 37-52.
    • (1994) Journal of Marketing , vol.58 , pp. 37-52
    • Day, G.S.1
  • 17
    • 0040218852 scopus 로고
    • Corporate culture, customer orientation, and innova-tiveness in Japanese firms: A quadrad analysis
    • January
    • Deshpandé, Rohit, John U. Farley, and Frederick E. Webster Jr. (1993), "Corporate Culture, Customer Orientation, and Innova-tiveness in Japanese Firms: A Quadrad Analysis, " Journal of Marketing, 57 (January), 23-37.
    • (1993) Journal of Marketing , vol.57 , pp. 23-37
    • Deshpandé, R.1    Farley, J.U.2    Frederick Jr., E.W.3
  • 18
    • 0001810806 scopus 로고
    • The relational basis of attitudes
    • B. Wellman and S. D. Berkowitz, eds. Cambridge, UK: Cambridge University Press
    • Erickson, Bonnie H. (1988), "The Relational Basis of Attitudes, " in Social Structures: A Network Approach, B. Wellman and S. D. Berkowitz, eds. Cambridge, UK: Cambridge University Press, 99-121.
    • (1988) Social Structures: A Network Approach , pp. 99-121
    • Erickson, B.H.1
  • 19
    • 51849102794 scopus 로고
    • Middle management involvement in strategy and its Association with strategic type: A research note
    • Floyd, Steven W. and Bill Wooldridge (1992), "Middle Management Involvement in Strategy and Its Association with Strategic Type: A Research Note, " Strategic Management Journal, 13(5), 153-67.
    • (1992) Strategic Management Journal , vol.13 , Issue.5 , pp. 153-167
    • Floyd, S.W.1    Wooldridge, B.2
  • 20
    • 0000792607 scopus 로고
    • Departmental context and formal structure as constraints on leader behavior
    • Ford, Jeffrey D. (1981), "Departmental Context and Formal Structure as Constraints on Leader Behavior, " Academy of Management Journal, 24(2), 274-88.
    • (1981) Academy of Management Journal , vol.24 , Issue.2 , pp. 274-288
    • Ford, J.D.1
  • 21
    • 0000009769 scopus 로고
    • Evaluating structural equation models with unobservable variables and measurement error
    • February
    • Fornell, Claes and David F. Larcker (1981), "Evaluating Structural Equation Models with Unobservable Variables and Measurement Error, " Journal of Marketing Research, 18 (February), 39-50.
    • (1981) Journal of Marketing Research , vol.18 , pp. 39-50
    • Fornell, C.1    Larcker, D.F.2
  • 22
    • 33751557315 scopus 로고    scopus 로고
    • Salesperson adaptive selling behavior and customer orientation: A meta-analysis
    • November
    • Franke, George R. and Jeong-Eun Park (2006), "Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis, " Journal of Marketing Research, 43 (November), 693-702.
    • (2006) Journal of Marketing Research , vol.43 , pp. 693-702
    • Franke, G.R.1    Park, J.2
  • 23
    • 0001774868 scopus 로고
    • The bases of social power
    • D. Cartwright, ed. Ann Arbor: University of Michigan Press
    • French, John R. P. and Betram Raven (1959), "The Bases of Social Power, " in Studies in Social Power, D. Cartwright, ed. Ann Arbor: University of Michigan Press, 150-67.
    • (1959) Studies in Social Power , pp. 150-167
    • French, J.R.P.1    Raven, B.2
  • 24
    • 0031527930 scopus 로고    scopus 로고
    • Strategic orientation of the firm and new product performance
    • February
    • Gatignon, Hubert and Jean-Marc Xuereb (1997), "Strategic Orientation of the Firm and New Product Performance, " Journal of Marketing Research, 34 (February), 77-90.
    • (1997) Journal of Marketing Research , vol.34 , pp. 77-90
    • Gatignon, H.1    Xuereb, J.2
  • 25
    • 33750833492 scopus 로고    scopus 로고
    • Creating a market orientation: A longitudinal, multi-firm, grounded analysis of cultural transformation
    • October
    • Gebhardt, Gary F., Gregory S. Carpenter, and John F. Sherry Jr. (2006), "Creating a Market Orientation: A Longitudinal, Multi-firm, Grounded Analysis of Cultural Transformation, " Journal of Marketing, 70 (October), 37-55.
    • (2006) Journal of Marketing , vol.70 , pp. 37-55
    • Gebhardt, G.F.1    Carpenter, G.S.2    John Jr., F.S.3
  • 26
    • 84989078344 scopus 로고
    • Strategy implementation versus middle management self-interest
    • Guth, William D. and Ian C. MacMillan (1986), "Strategy Implementation Versus Middle Management Self-interest, " Strategic Management Journal, 7(4), 313-27.
    • (1986) Strategic Management Journal , vol.7 , Issue.4 , pp. 313-327
    • Guth, W.D.1    MacMillan, I.C.2
  • 27
    • 0034397238 scopus 로고    scopus 로고
    • Corridors of influence in the dissemination of customer-oriented strategy to customer contact service employees
    • April
    • Hartline, Michael D., James G. Maxham III, and Daryl O. McKee (2000), "Corridors of Influence in the Dissemination of Customer-Oriented Strategy to Customer Contact Service Employees, " Journal of Marketing, 64 (April), 35-50.
    • (2000) Journal of Marketing , vol.64 , pp. 35-50
    • Hartline, M.D.1    James III, G.M.2    McKee, D.O.3
  • 28
    • 21844526194 scopus 로고
    • The meso paradigm: A framework for the integration of micro and macro organizational behavior
    • Larry L. Cummings and Barry M. Staw, eds. Greenwich, CT: JAI Press
    • House, Robert J., Denise M. Rousseau, and Melissa Thomas-Hunt (1995), "The Meso Paradigm: A Framework for the Integration of Micro and Macro Organizational Behavior, " in Research in Organizational Behavior, Vol. 17, Larry L. Cummings and Barry M. Staw, eds. Greenwich, CT: JAI Press, 71-114.
    • (1995) Research in Organizational Behavior , vol.17 , pp. 71-114
    • House, R.J.1    Rousseau, D.M.2    Thomas-Hunt, M.3
  • 29
    • 84936824011 scopus 로고
    • Organizational learning: The contributing processes and literatures
    • February
    • Huber, George P. (1991), "Organizational Learning: The Contributing Processes and Literatures, " Organization Science, 2 (February), 88-115.
    • (1991) Organization Science , vol.2 , pp. 88-115
    • Huber, G.P.1
  • 30
    • 21144463066 scopus 로고
    • Market orientation: Antecedents and consequences
    • July
    • Jaworski, Bernard J. and Ajay K. Kohli (1993), "Market Orientation: Antecedents and Consequences, " Journal of Marketing, 57 (July), 53-70.
    • (1993) Journal of Marketing , vol.57 , pp. 53-70
    • Jaworski, B.J.1    Kohli, A.K.2
  • 31
    • 0037398903 scopus 로고    scopus 로고
    • Firm market orientation and salesperson customer orientation: Interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer-seller relationships
    • Jones, Eli, Paul Busch, and Peter Dacin (2003), "Firm Market Orientation and Salesperson Customer Orientation: Interpersonal and Intrapersonal Influences on Customer Service and Retention in Business-to-Business Buyer-Seller Relationships, " Journal of Business Research, 56(4), 323-40.
    • (2003) Journal of Business Research , vol.56 , Issue.4 , pp. 323-340
    • Jones, E.1    Busch, P.2    Dacin, P.3
  • 32
    • 0001848840 scopus 로고
    • Why satisfied customers defect
    • November-December
    • Jones, Thomas O. and W. Earl Sasser Jr. (1995), "Why Satisfied Customers Defect, " Harvard Business Review, 73 (November-December), 88-99.
    • (1995) Harvard Business Review , vol.73 , pp. 88-99
    • Jones, T.O.1    Earl Jr., W.S.2
  • 33
  • 34
    • 17544382057 scopus 로고    scopus 로고
    • Market orientation: A meta-analytic review and assessment of its antecedents and impact on performance
    • April
    • Kirca, Achmed, Satish Jayachandran, and William O. Bearden (2005), "Market Orientation: A Meta-Analytic Review and Assessment of Its Antecedents and Impact on Performance, " Journal of Marketing, 69 (April), 24-41.
    • (2005) Journal of Marketing , vol.69 , pp. 24-41
    • Kirca, A.1    Jayachandran, S.2    Bearden, W.O.3
  • 35
    • 0040623459 scopus 로고
    • The influence of coworker feedback on salespeople
    • October
    • Kohli, Ajay K. and Bernard J. Jaworski (1994), "The Influence of Coworker Feedback on Salespeople, " Journal of Marketing, 58 (October), 82-94.
    • (1994) Journal of Marketing , vol.58 , pp. 82-94
    • Kohli, A.K.1    Jaworski, B.J.2
  • 36
    • 21344496451 scopus 로고
    • Markor: A measure of market orientation
    • November
    • -, -, and Ajith Kumar (1993), "MARKOR: A Measure of Market Orientation, " Journal of Marketing Research, 30 (November), 466-77.
    • (1993) Journal of Marketing Research , vol.30 , pp. 466-477
    • Kumar, A.1
  • 37
    • 77956667031 scopus 로고    scopus 로고
    • Excessive customer-oriented behaviors in sales
    • Andrea L. Dixon and Karen A. Machleit, eds. Chicago: American Marketing Association
    • Lam, Son K. (2007), "Excessive Customer-Oriented Behaviors in Sales, " in 2007 AMA Winter Educators' Conference Proceedings [CD-ROM], Vol. 18, Andrea L. Dixon and Karen A. Machleit, eds. Chicago: American Marketing Association, 79-80.
    • (2007) 2007 AMA Winter Educators' Conference Proceedings [CD-ROM] , vol.18 , pp. 79-80
    • Lam, S.K.1
  • 38
    • 36048992966 scopus 로고    scopus 로고
    • The impact of individual and managerial factors on salespeople's contribution to Marketing intelligence activities
    • Le Bon, Joël and Dwight Merunka (2006), "The Impact of Individual and Managerial Factors on Salespeople's Contribution to Marketing Intelligence Activities, " International Journal of Research in Marketing, 23(4), 395-408.
    • (2006) International Journal of Research in Marketing , vol.23 , Issue.4 , pp. 395-408
    • Bon, J.1    Merunka, D.2
  • 40
    • 84986681253 scopus 로고
    • Alumni and their alma mater: A partial test of the reformulated model of organizational identification
    • Mael, Fred and Blake E. Ashforth (1992), "Alumni and Their Alma Mater: A Partial Test of the Reformulated Model of Organizational Identification, " Journal of Organizational Behavior, 13(2), 103-123.
    • (1992) Journal of Organizational Behavior , vol.13 , Issue.2 , pp. 103-123
    • Mael, F.1    Ashforth, B.E.2
  • 41
    • 0000109250 scopus 로고
    • Vicarious learning: The influence of modeling on organizational behavior
    • Manz, Charles C. and Henry P. Sims Jr. (1981), "Vicarious Learning: The Influence of Modeling on Organizational Behavior, " Academy of Management Review, 6(1), 105-113.
    • (1981) Academy of Management Review , vol.6 , Issue.1 , pp. 105-113
    • Manz, C.C.1    Henry Jr., P.S.2
  • 42
    • 33847263503 scopus 로고    scopus 로고
    • A framework for testing meso-mediational relationships in organizational behavior
    • Mathieu, John E. and Scott R. Taylor (2007), "A Framework for Testing Meso-Mediational Relationships in Organizational Behavior, " Journal of Organizational Behavior, 28(2), 141-72.
    • (2007) Journal of Organizational Behavior , vol.28 , Issue.2 , pp. 141-172
    • Mathieu, J.E.1    Taylor, S.R.2
  • 43
    • 60849122817 scopus 로고    scopus 로고
    • The retail value chain: Linking employee perceptions to employee performance, customer evaluations, and store performance
    • Maxham, James G., III, Richard G. Netemeyer, and Donald R. Lichtenstein (2008), "The Retail Value Chain: Linking Employee Perceptions to Employee Performance, Customer Evaluations, and Store Performance, " Marketing Science, 27(2), 147-67.
    • (2008) Marketing Science , vol.27 , Issue.2 , pp. 147-167
    • Maxham, J.G.I.1    Netemeyer, R.G.2    Lichtenstein, D.R.3
  • 44
    • 21344438973 scopus 로고
    • Newcomer information seeking: Exploring types, modes, sources, and outcomes
    • Morrison, Elizabeth W. (1993), "Newcomer Information Seeking: Exploring Types, Modes, Sources, and Outcomes, " Academy of Management Journal, 36(3), 557-89.
    • (1993) Academy of Management Journal , vol.36 , Issue.3 , pp. 557-589
    • Morrison, E.W.1
  • 45
    • 0002954788 scopus 로고
    • The effect of a market orientation on business profitability
    • October
    • Narver, John C. and Stanley F. Slater (1990), "The Effect of a Market Orientation on Business Profitability, " Journal of Marketing, 54 (October), 20-35.
    • (1990) Journal of Marketing , vol.54 , pp. 20-35
    • Narver, J.C.1    Slater, S.F.2
  • 46
    • 0033406935 scopus 로고    scopus 로고
    • Implementing Marketing strategies: Developing and testing a managerial theory
    • October
    • Noble, Charles H. and Michael P. Mokwa (1999), "Implementing Marketing Strategies: Developing and Testing a Managerial Theory, " Journal of Marketing, 63 (October), 57-73.
    • (1999) Journal of Marketing , vol.63 , pp. 57-73
    • Noble, C.H.1    Mokwa, M.P.2
  • 47
    • 0036811941 scopus 로고    scopus 로고
    • Market orientation and alternative strategic orientations: A longitudinal assessment of performance implications
    • October
    • -, Rajiv K. Sinha, and Ajith Kumar (2002), "Market Orientation and Alternative Strategic Orientations: A Longitudinal Assessment of Performance Implications, " Journal of Marketing, 66 (October), 25-39.
    • (2002) Journal of Marketing , vol.66 , pp. 25-39
    • Sinha, R.K.1    Kumar, A.2
  • 48
    • 0141907688 scopus 로고    scopus 로고
    • Common method biases in behavioral research: A critical review of the literature and recommended remedies
    • Podsakoff, Philip M., Scott B. MacKenzie, Jeong-Yeon Lee, and Nathan P. Podsakoff (2003), "Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies, " Journal of Applied Psychology, 88(5), 879-903.
    • (2003) Journal of Applied Psychology , vol.88 , Issue.5 , pp. 879-903
    • Podsakoff, P.M.1    MacKenzie, S.B.2    Lee, J.3    Podsakoff, N.P.4
  • 49
    • 84979326520 scopus 로고
    • The effect of tall versus flat organization structures on managerial job satisfaction
    • Porter, Lyman W. and Edward E. Lawler (1964), "The Effect of Tall Versus Flat Organization Structures on Managerial Job Satisfaction, " Personnel Psychology, 17(2), 135-48.
    • (1964) Personnel Psychology , vol.17 , Issue.2 , pp. 135-148
    • Porter, L.W.1    Lawler, E.E.2
  • 51
    • 12744277836 scopus 로고    scopus 로고
    • Organizational identification: A meta-analysis
    • Riketta, Michael (2005), "Organizational Identification: A Meta-Analysis, " Journal of Vocational Behavior, 66(2), 358-84.
    • (2005) Journal of Vocational Behavior , vol.66 , Issue.2 , pp. 358-384
    • Riketta, M.1
  • 52
    • 0017980080 scopus 로고
    • A social information processing approach to job attitudes and task design
    • Salancik, Gerald R. and Jeffrey Pfeffer (1978), "A Social Information Processing Approach to Job Attitudes and Task Design, " Administrative Science Quarterly, 23(2), 224-53.
    • (1978) Administrative Science Quarterly , vol.23 , Issue.2 , pp. 224-253
    • Salancik, G.R.1    Pfeffer, J.2
  • 53
    • 0000932434 scopus 로고
    • The soco scale: A measure of the customer orientation of salespeople
    • August
    • Saxe, Robert and Barton A. Weitz (1982), "The SOCO Scale: A Measure of the Customer Orientation of Salespeople, " Journal of Marketing Research, 19 (August), 343-51.
    • (1982) Journal of Marketing Research , vol.19 , pp. 343-351
    • Saxe, R.1    Weitz, B.A.2
  • 54
    • 0002580956 scopus 로고
    • Social distance and charisma: Theoretical notes and an exploratory study
    • Shamir, Boas (1995), "Social Distance and Charisma: Theoretical Notes and an Exploratory Study, " Leadership Quarterly, 6(1), 19-47.
    • (1995) Leadership Quarterly , vol.6 , Issue.1 , pp. 19-47
    • Shamir, B.1
  • 55
    • 0344079408 scopus 로고
    • Market information processing and organizational learning
    • January
    • Sinkula, James M. (1994), "Market Information Processing and Organizational Learning, " Journal of Marketing, 58 (January), 35-45.
    • (1994) Journal of Marketing , vol.58 , pp. 35-45
    • Sinkula, J.M.1
  • 57
    • 84992988776 scopus 로고
    • Market orientation and the learning orientation
    • July
    • Slater, Stanley F. and John C. Narver (1995), "Market Orientation and the Learning Orientation, " Journal of Marketing, 59 (July), 63-74.
    • (1995) Journal of Marketing , vol.59 , pp. 63-74
    • Slater, S.F.1    Narver, J.C.2
  • 59
    • 85009544197 scopus 로고    scopus 로고
    • The selling orientation-customer orientation (S. O. C. O.) scale: A proposed short form
    • Thomas, Raymond W., Geoffrey N. Soutar, and Maria M. Ryan (2001), "The Selling Orientation-Customer Orientation (S. O. C. O.) Scale: A Proposed Short Form, " Journal of Personal Selling & Sales Management, 21(1), 63-70.
    • (2001) Journal of Personal Selling & Sales Management , vol.21 , Issue.1 , pp. 63-70
    • Thomas, R.W.1    Soutar, G.N.2    Ryan, M.M.3
  • 60
    • 85050788989 scopus 로고
    • An analysis of clique formation and structure in organizations
    • Tichy, Noel (1973), "An Analysis of Clique Formation and Structure in Organizations, " Administrative Science Quarterly, 18(2), 194-208.
    • (1973) Administrative Science Quarterly , vol.18 , Issue.2 , pp. 194-208
    • Tichy, N.1
  • 61
    • 0041082232 scopus 로고
    • The manager's span of control
    • May-June
    • Urwick, Lyndall F. (1956), "The Manager's Span of Control, " Harvard Business Review, 34 (May-June), 39-47.
    • (1956) Harvard Business Review , vol.34 , pp. 39-47
    • Urwick, L.F.1
  • 62
    • 84977307478 scopus 로고
    • In-group prototypicality and persuasion: Determinants of heuristic and systematic message processing
    • Van Knippenberg, Daan, Nathalie Lossie, and Henk Wilke (1994), "In-Group Prototypicality and Persuasion: Determinants of Heuristic and Systematic Message Processing, " British Journal of Social Psychology, 33(3), 289-300.
    • (1994) British Journal of Social Psychology , vol.33 , Issue.3 , pp. 289-300
    • Van Knippenberg, D.1    Lossie, N.2    Wilke, H.3
  • 63
    • 0034424507 scopus 로고    scopus 로고
    • Strategic orientation and firm performance in an artistic environment
    • January
    • Voss, Glenn B. and Zannie G. Voss (2000), "Strategic Orientation and Firm Performance in an Artistic Environment, " Journal of Marketing, 64 (January), 67-83.
    • (2000) Journal of Marketing , vol.64 , pp. 67-83
    • Voss, G.B.1    Voss, Z.G.2
  • 64
    • 0033114649 scopus 로고    scopus 로고
    • Ceo charismatic leadership: Levels-of-management and levels-of-analysis effects
    • Waldman, David A. and Francis J. Yammarino (1999), "CEO Charismatic Leadership: Levels-of-Management and Levels-of-Analysis Effects, " Academy of Management Review, 24(2), 266-85.
    • (1999) Academy of Management Review , vol.24 , Issue.2 , pp. 266-285
    • Waldman, D.A.1    Yammarino, F.J.2
  • 65
    • 0002574026 scopus 로고
    • Subordinate imitation of supervisor behavior: The role of modeling in organizational socialization
    • Weiss, Howard M. (1977), "Subordinate Imitation of Supervisor Behavior: The Role of Modeling in Organizational Socialization, " Organizational Behavior and Human Performance, 19(1), 89-105.
    • (1977) Organizational Behavior and Human Performance , vol.19 , Issue.1 , pp. 89-105
    • Weiss, H.M.1
  • 67
    • 0001392975 scopus 로고
    • Importance of different power sources in downward and lateral relations
    • Yukl, Gary and Cecilia M. Falbe (1991), "Importance of Different Power Sources in Downward and Lateral Relations, " Journal of Applied Psychology, 76(3), 416-23.
    • (1991) Journal of Applied Psychology , vol.76 , Issue.3 , pp. 416-423
    • Yukl, G.1    Falbe, C.M.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.